The Sales and Operations Planning (S&OP) process is regarded as the greatest innovation for managing demand. Many books are written on the process. Speakers at S&OP, demand planning, and forecasting conferences tout about its value, and talk about what they have achieved. They have significantly improved their forecast accuracy, inventory, and customer service. But, the IBF’s recent survey data does not fully prove these benefits. In this report, you will learn how to gain the most from your S&OP process and learn why it has not worked for many.

Table of contents:

Any Problem With S&OP

Survey Data

The Proof Of The Pudding Is In The Eating

Where Is The Problem?

Assumption No. 1 | Management Support

Assumption No. 2 | Cross-functional Collaboration

Assumption No. 3 | One-number Forecast

Assumption No. 4 | Use Metrics To Measure Performance

Assumption No. 5 | Use Pos/consumption Or Order/demand Data

Assumption No. 6 | Have A Dedicated Forecastng Software/System

Conclusions

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